Senior Regional Point of Care Specialist

About Meridian

Meridian Bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic products. We are dedicated to developing and delivering better solutions that give answers with speed, accuracy and simplicity that are redefining the possibilities of life from discovery to diagnosis. We are looking for talented and passionate individuals that help drive our vision. Our innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems.

Job Summary

The Senior Regional Point of Care Specialist is responsible for driving profitable Point of Care growth within an assigned territory, with particular emphasis on complex health-system opportunities and enterprise-wide LeadCare II standardization. The position leads multi-stakeholder sales initiatives involving clinical, laboratory, supply-chain, administrative and executive decision-makers. The Senior Specialist develops and executes strategic growth plans with distribution partners and cross-functional Meridian teams. As a senior individual contributor, the position also mentors field colleagues, leads selected commercial initiatives and contributes expertise to regional and national sales strategy.

Territory will cover: TX, LA, OK, AR, MS

Key Duties

]Tasks/Duties/Responsibilities:

Sales Growth Achievement

• Organize, manage, and work respective territory in such a way as to maximize growth in sales revenue and profit:
• Successfully identify and close new business POC opportunities within the assigned geographical territory.
• Understand and incorporate the Group Purchasing, IDN, National Clinical Reference Lab and Local Health Delivery Network strategy into the POC sales strategy and revenue growth plan.
• Use the company’s resources in a judicious manner.
• Strive to achieve sales plan in all POC product categories.

• Lead complex, enterprise-wide LeadCare II standardization initiatives across large health systems, IDNs and affiliated non-acute locations.
• Develop strategic account plans that address executive alignment, clinical adoption, contracting, distribution fulfillment, implementation and long-term utilization.
• Establish regional distributor growth strategies and influence distributor leadership to prioritize LeadCare II.
• Lead cross-functional teams through complex, multi-stakeholder sales opportunities without direct authority.

• Mentor Regional POC Specialists and share best practices in health-system selling, distributor engagement and standardization

Leadership and Strategy:

• Lead and assist the development and execution of point of care strategies within the assigned region.
• Lead cross-functional account teams and recommend regional strategy.
• Collaborate with senior leadership to align regional POC initiatives with broader organizational goals and vision.
• Serve as a product expert, providing high-level insights and guidance on emerging trends, technologies, and competitors related to point of care diagnostics.

Team Management and Development:

• Mentor Regional POC Specialists, providing guidance, training, and professional development opportunities.
• Support the team in identifying and resolving complex challenges and developing innovative solutions.
• Conducts ride-alongs and supports onboarding.

Client and Stakeholder Engagement:

• Foster relationships with key healthcare providers, decision-makers, and stakeholders within the region to promote POC services.
• Conduct high-level presentations and product demonstrations for executive-level clients, showcasing the value and impact of POC solutions.
• Partner with Health System Manager and Marketing teams to develop tailored solutions that meet client needs and enhance patient outcomes.

Process Improvement and Innovation:

• Identify opportunities for process improvements that drive operational efficiency across regional POC programs.
• Stay updated on the latest industry trends and technologies, introducing innovative solutions to enhance the effectiveness of POC services. Using industry data and knowledge to help drive growth strateg

• Use Meridian Selling Process to determine priorities, develop regional POC growth plan, build account strategies and tactics to achieve revenue plan.
• Develop and maintain working relationships with Distribution partners within region, Health System Managers, marketing, technical support customer service sales leadership and other RPOC’s within region.
• Develop and drive account specific objectives in top accounts to expand business.
• Learn and maintain in depth understanding of competition.
• Record daily all business account related activities, next steps, account profile information, Opportunities, and key contact information in CRM and maintain its accuracy.
• Use the CRM monthly forecast as a tool to measure, track, and plan the new business opportunities.
• Attend regional and territory meetings and conference calls to increase visibility of MBI’s POC product line.
• Develop routing strategy for region

• Prioritize territory accounts and allocate selling time
• Develop account and distributor action plans
• Coordinate Customer evaluations and implementations

• Develop and maintain excellent selling skills, including cold calling, lead follow up and qualification, selling presentations and demonstrations, objection handling, quoting, negotiating, closing and account management.
• Develop appropriately sized funnel and forecast new business closes accurately.
• Understand and efficiently manage the contract process.
• Learn and incorporate the Meridian Leadership Attributes.

Sales Administrative Duties

• Make the required minimum number of sales calls per week (15 meetings/calls per week) to maximize sales productivity and business opportunity.
• Maintain company car in mechanically sound, clean and safe condition.
• Maintain an adequate supply of sales samples and literature in a neat, clean condition. Take inventories and order replacement materials when needed.
• Maintain account information in CRM and up to date including Account location, key decision makers, current competitive profile, and opportunities. This information is the property of Meridian Bioscience.
• Maintain and be responsible for returning sales tools/equipment on time, clean, and in the same condition under which it was received.
• Complete and submit weekly, monthly, and quarterly reports to the Sr. Director, Global POC and as required.
• Provide constructive feedback when requested.
• Shares best practices and provides field insight to leadership
• Leads selected training sessions and national sales meeting content
• Interface with customer on the resolution of customer inquiries on an as needed basis.
• Plan regional coverage to allow submission of itinerary to National Sales Director, POC within specified time frame.
• Must have the ability to cover entire region, which will include some overnight stays and up to 65% travel.
• Other duties as assigned.
• Conduct field training sessions/ride-along with new hires.
• Take leadership role in National Sales Meeting, during regional conference calls, regional or training meetings.
• Represent MBI at Regional and National Trade-Shows

Qualifications

• Bachelor’s Degree in Business, Healthcare, or Science required
• 8+ years sales experience or similar equivalent/background in laboratory and/or diagnostics market.
• 5+ years distribution sales experience
• Proven IDN Standardization Success,
• Demonstrated ability to lead cross-functional initiatives and influence others without direct authority
• Successful experience working with Health Systems, Regional and National Accounts. Sales experience within a complex selling environment, laboratory diagnostics preferred

• Establish and maintain favorable customer (external and internal) relationships.
• Demonstrate good judgment.
• Professional and consultative selling skills
• Computer proficiency at intermediate level (Word, Excel) along with CRM.
• Excellent interpersonal, organizational, written and oral communication skills and interact effectively with all levels of an organization.
• Be a self-starter, detail oriented, organized and able to prioritize and balance workloads and meet strict critical deadlines along with performing under pressure in a fast-paced sales environment.
• Highly motivated, readily adapts to changing priorities, effectively manages own time, sets priorities for successful achievement to sales plan.
• Strong attention to detail.
• Ability to maintain regular attendance and punctuality requirements.
• Must be able to work hours outside the normal workday to achieve sales goals (including evenings or weekends).
• Proven ability to take a high-level vision/strategy, then develop and implement a people strategy/plan that gets results.
• Knowledge in sale and marketing in diagnostics industry.
• Travel: 65% 

*All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status. (USA Only)*